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Archive for January, 2010

What Is This Thing Called Duplication?

Duplication is in my opinion often misunderstood in our industry and because of that it often fails. And of course that is really problematic because duplication is necessary to build a vibrant network marketing business.

Sometimes it is best to describe what something is by first talking about what it is not. Duplication is not about turning your team into automatons. You are not cloning yourself. Trying to force change in a personality is like fighting gravity. Its not gonna happen not on this planet.

One of the definitions from Dictionary.com nails exactly what duplication means for network marketing: To do or perform again: repeat.

For those of us working a network marketing business duplication is an action. It is a verb. It is something that we do and our team duplicates. It is not something our team members become. It is an easy concept really. We see it in lots of places. McDonalds is the old standby example. Certainly the personalities behind any counter at any McDonalds are varied. But the process in which the product is made is identical from one McDonalds to the other across the globe. The McDonalds process is duplicated.

Duplication for network marketers is about duplicating our processes. It is about duplicating what we do money making activity every working day that

• creates possibilities
• which may turn into probabilities
• some of the which turns into results that ultimately generate income.

So Why Is This Tough For Network Marketers?

Because we dont have a system of money making activity that people can follow. Oh I can hear your groaning Yes I do!

We have a Starter Kit the company sends out. It tells them what to do. I have a Welcome Package I give them. It tells them what to do.

But let me ask you if you are so sure you have an appropriate starter kit or an appropriate welcome package why isnt it working? Why dont you have duplication? Why arent the people in your organization all consistently doing the same money making activity that you do? Hmmmmm?

We can tell ourselves it is because they are not self starters. And youd be correct. They are not. But the process of duplication doesnt require self starting. Think McDonalds again. Do you think they are staffed by teams all over the world who are self starters? No neither do I.

Duplication doesnt require self starters. Duplication requires following something that has already been done. Lets go back to the Dictionary.com definition of duplication: To do or perform again: repeat

So What Might Be Missing From Your Starter Kit?

Most of us in network marketing know that we need to train our new recruits to make a list of people. We tell them that they should call them and invite them to: fill in your blank A meeting? A conference call? A three way call?

This is money making action. Getting everyone to do it and train their new recruits to do it is duplication. The problem is all too often the new recruit may call one person or two and most likely will not sponsor anyone and then doesnt call anyone else again.

I know Ive worked a network marketing business or coached the industry at large for 20 years. A constant lament I hear is

I cant get my representatives to work. They dont pick up the phone. And if they do make calls they dont do it consistently. I dont seem to be able to find here it is again self starters.

But here is the rub. You have given them only half of the duplication equation. Yes only half. They know what to do make calls but they dont know how to do it.

Lets look at McDonalds again. Do you think they were simply told to make hamburgers? Thats what they do. They just make hamburgers. How difficult is that? We all know how to make hamburgers.

Obviously McDonalds did much more than just tell their franchisees what to do. They didnt just say Make hamburgers.

The Other Half Of The Equation

McDonalds not only told their franchisees to make hamburgers they taught their franchisees HOW to make that hamburger. McDonalds did that so well they are the number one restaurant in the world. And it would be tough for anyone to argue that it is because the hamburger is the best in the world. What McDonalds did was come up with the best duplication system in the world.

You see folks if people dont know how to do something even something as simple as making a hamburger they often dont do anything and seldom do it the same way twice. Thus things fall apart.

Lets stay with the McDonalds example for a bit longer. What is McDonalds promising? The best hamburger in the world? No. McDonalds promises the same hamburger anywhere in the world. Consistency. People like to go into the same place and get the same service each time. It keeps them coming back. They know what to expect. Their hamburger may not be gourmet but you know exactly what you are going to get.

We are talking duplication here.

How Do You Add Duplication To Your Business?

You set up duplication by setting up systems for each facet of your business. Dont panic. You already have a system. It is what you do now. Most likely however you havent documented it so that you are conscious of what you do. However the problem with not documenting your system is if it is not explicit you most likely will not do things the same way each time and you cant teach and coach it. Plus there is no studying your system to see what works what doesnt what might be missing and whats great and should be expanded.

I have watched mediocre network marketing businesses turn into financially vibrant business once their system40;s41; were in place and driving their business. Once they were using their system40;s41; to drive their businesses they could train and coach their downline to simply drive the system 40;like McDonalds41; to success.

A Duplicate System To Jump Start Your New Recruits.

You may have to break up the following steps into more than one meeting. It depends on how much time you have with your new recruit and their energy level. If you are training on a Saturday morning and have the time blocked out to get through these steps then it should be fairly easy. If you are training at 8:00 pm at night then it may take a few appointments to get through it.

Ask your new recruit

• How much money do you want to make in your first three months so this business is real for you?
• In the longer run over the next six months to a year what kind of money would you like to make?
• How will that change your every day life? This is a huge question!
  All of these questions start your new recruits vision. These questions feed an emotional reason to keep them going when the going isnt so easy. Emotional reasons are key. We are emotional beings. We are driven by our emotions. Find out how the money they make will change their lives. Financial independence is not a good answer. What does that look like for them? None of us work for green pieces of paper with pictures of dead white men on them. We work because of what that currency will bring to our lives. Get them to articulate it. Get them to talk and write about how that experience will feel.
• Store hours Without good clear working hours your recruits business courts chaos. A business wont survive chaos. If you dont have a great system to get your new recruit and their friends and family on board with store hours check out our Savvy Sponsoring Store Hours CD If you send your new recruits home to do their store hours alone then they most likely wont get it done. Do it with them.
• Identify how many events peer week and what kind of events your new recruit needs to do in order to accomplish their first set of goals.
• Circle all the dates your new recruit has available to work in the month. The goal is to circle more dates than she needs to meet her goals. This is really important. It seems easier to fill six of eight or ten spaces than six of six! It is that emotional being thing again. All of us can buy calendars. But knowing how to use them so you love your calendar is what makes it a great tool. If you dont love your calendar you either leave it behind or forget to open it. Check out SavvySponsoring.com to learn how to run a calendar you love.
• Ask your recruit to identify right then at least 3 to 5 people she thinks will be interested in playing and working with her in a business of their own.
• Identify the first few people shes going to speak with about holding an event that she believes will only be hostesses or customers. Make sure she realizes she could be wrong and to always ask if they have interest in starting their own business.
• The best way to ask someone about the business that we think is not interested is to use the after thought technique. Only a couple of sentences are necessary. You literally interrupt yourself with a By the way and then give a couple of sentences that similar to your elevator speech short sweet and to the point point out the benefits of your business thats benefits not features.
• It is your job to go over with your new recruit exactly what she should say for each of her first contacts. That includes people who are going to simply be customers and for sure all those people she identified for you in step 7 above. Every minute you spend making sure your new recruit is thoroughly trained in how they are going to run their first calls including what they are going to say that means written out rehearsed and then practiced with you will be worth solid gold to both of you.
• Follow through using the Savvy Sponsoring Five Steps To Work Less and Make More Money to make sure she knows exactly what to do with those who say Yes Im interested. Ill call you next week is not the appropriate response. Use the Five Steps to set her next follow up with you to go over her successes and frustrations. The Savvy Five Steps are available to you at no cost at SavvySponsoring.com. Simply go to the Savvy site tell us where to send them and theyll be on their way.

Is This Baby Sitting My New Recruits?

After outlining what it takes to get a new representative up to speed so they can duplicate the business Im often asked Isnt this baby sitting? Absolutely not. Think about the amount of work it took to find this recruit. The hard recruiting work is done. Now finish the job professionally and make sure that they know exactly HOW to do what you tell them to do. Is this really too much work if it results in a team that knows not only what to do but how to do it?

Duplication depends on everyone understanding the system and being able to drive it themselves.

Duplication: To do or perform again: repeat.

Jillian Middleton

www.savvysponsoring.com

7815990604

About the writer:nbsp;nbsp;Jillian spent 15 years as a Network Marketing professional.She worked two complimentary businesses and earnednational awards in both for performance and leadership asshe worked her way to the top of both pay plans. Jillianssuccess was highlighted in training tapes in both NetworkMarketing companies.For the last seven years she has focused entirely on coachingand training business builders in the Network MarketingIndustry.Today Jillian is an international speaker trainer coach and the CEO of Savvy Sponsoring Strategies an organization she founded to share her business building insights with others so they can build profitable sustainable and sane network marketing businesses.Thousands credit her six month Savvy Sponsoring flagship program found at http://www.savvysponsoring.com/ as not only the foundation of their success but also for bringing joy back into building their business and balance into their lives.

Brand Franchising Mc Donalds

The Route to Fast Food Franchising

When the McDonald brothers Dick and Mac opened their first restaurant in 1940 in San Bernardino California they could never have imagined the phenomenal growth that their company would enjoy. From extremely modest beginnings they hit on a winning formula selling a high quality product cheaply and quickly. However it was not until Ray Kroc a Chicago based salesman with a flair for marketing became involved that the business really started to grow. He realised that the same successful McDonald’s formula could be exploited throughout the United States and beyond.

In 1955 Ray Kroc realised that the key to success was rapid expansion. The best way to achieve this was through offering franchises. Today over 70 percent of McDonald’s restaurants are run on this basis. In UK the first franchised restaurant opened in 1986 there are now over 1200 restaurants employing more than 70000 people of which 34 percent are operated by franchisees.

This article examines the success of franchising and investigates the special threeway relationship that exists between the franchisee the franchiser and the suppliers.

What is franchising?

McDonald’s is an example of brand franchising. McDonald’s the franchiser grants the right to sell McDonald’s branded goods to someone wishing to set up their own business the franchisee. The licence agreement allows McDonald’s to insist on manufacturing or operating methods and the quality of the product. This is an arrangement that can suit both parties very well.

Under a McDonald’s franchise McDonald’s owns or leases the site and the restaurant building. The franchisee buys the fittings the equipment and the right to operate the franchise for twenty years. To ensure uniformity throughout the world all franchisees must use standardised McDonald’s branding menus design layouts and administration systems.

Advantages to the franchises:

1. Being their own boss

In return the franchisee agrees to operate the restaurant in accordance with McDonald’s standards of quality service cleanliness and value. McDonald’s regularly checks the quality of the franchises output and failure to maintain standards could threaten the licence. The franchisee is also expected to become involved in local events and charities. Ray Kroc believed strongly that a business must be prepared to put something back into the community in which it operates.

The franchisee for all the training and support McDonald’s offers is running his or her own business. They fund the franchise themselves and therefore have much to lose as well as gain. This makes them highly motivated and determined to succeed.

2. Selling a well established high quality product

In this case the product is recognised all over the world. A large proportion of new businesses and new products fail often due to costs of the research and development needed. The McDonald’s formula however has been successfully tried and tested. Ray Kroc’s insistence that all McDonald’s outlets sold the same products and achieved the same quality has led to a standardisation of the process and great attention to detail.

The cooking processes in McDonald’s restaurants are broken down into small repetitive tasks enabling the staff to become highly efficient and adept in all tasks.

This division of labour and the high volume turnover of a limited menu allows for considerable economies of scale. For the franchisee this can considerably reduce the risk of setting up their own business. There is no need to develop the product or do expensive market research. Nor will they have sleepless nights wondering if the product will appeal to the consumer. McDonald’s carries out regular market research.

3. Intensive initial training

Every franchisee has to complete a fulltime training programme lasting about nine months which they have to fund themselves. This training is absolutely essential. It begins with working in a restaurant wearing the staff uniform and learning everything from cooking and preparing food to serving customers and cleaning.

Further training at regional training centres focuses on areas such as business management leadership skills team building and handling customer enquiries. The franchisee will have to recruit train and motivate their own workforce so they must learn all the skills of human resource management. During the final period the trainee learns about stock control and ordering profit and loss accounts and the legal side of hiring and employing staff. Consequently no McDonald’s franchisee would have to ask a member of his or her staff to do something that they couldn’t do themselves. Knowing this can also be a powerful motivator for the staff.

4. Continuous support

McDonald’s commitment to its franchisees does not end with the training. It recognises that the success and profitability of McDonald’s is inextricably linked to the success of the franchises. A highly qualified team of professional consultants offer continuous support on everything from human resources to accounting and computers. The field consultant can become a valued business partner and a sounding board for ideas.

5. Benefit from national marketing carried out by McDonald’s

A brand is a name term sign symbol or design or a combination of these which identifies one organisation’s products from those of its competitors. The phenomenal growth of McDonald’s is largely attributed to the creation of its strong brand identity. McDonald’s trademark the Golden Arches and its brand name has become amongst the most instantly recognised symbol in the world.

In India McDonald’s recognised the need for a coordinated marketing policy. In order to be successful an organisation must find out what the customers want develop products to satisfy them charge them the right price and make the existence of the products known through promotion. Cinema and television advertising have played a major part in McDonald’s marketing mix. McDonald’s is now the biggest single brand advertiser on British television.

Radio and press advertisements are used to get specific messages across emphasising the quality of product ingredients. Promotional activities especially within the restaurant have a tactical role to play in getting people to return to the restaurants regularly. All franchisees benefit from any national marketing and contribute to its cost currently a fee of 4.5 percent of sales.

The franchisees additionally benefit from the extensive national market research programmes that assess consumer attitudes and perceptions. What products do they want to buy and at what price? How are they performing compared to their competitors?

Any new products are given rigorous market testing so that the franchisee will have a reasonable idea of its potential before it is added to the menu. The introduction of new products which have already been researched and tested considerably reduces the risk for the franchisee.

Massive investment in sponsorship is also a central part of the image building process. Sponsorships in the past included:

uml;nbsp;nbsp;nbsp;nbsp;nbsp; Football World Cup

uml;nbsp;nbsp;nbsp;nbsp;nbsp; Olympic Games

uml;nbsp;nbsp;nbsp;nbsp;nbsp; Community Partner of The Football Association

uml;nbsp;nbsp;nbsp;nbsp;nbsp; PopStars: The Rivals

All of this increases awareness of McDonald’s brand.

6. Forecasting

Another major problem for a new business is predicting how much business it might enjoy running the risk of either cash flow problems or the difficulties associated with overtrading. The turnover and profit from any outlet will vary depending on a wide range of internal and external variables. Each franchisee is expected to take a positive approach to building up sales although an average rate of return of over 20 percent is generally expected over the lifetime of the franchise.

The Advantages for the Franchiser

McDonald’s recognises the benefits of a franchised operation. Franchises bring entrepreneurs full of determination and ideas into the organisation. Franchising enables McDonald’s to enjoy considerably faster growth and the creation of a truly global brand identity. The more restaurants there are the more McDonald’s can benefit from economies of scale.

On the financial side McDonald’s receives a monthly rent which is calculated on a sliding scale based on the restaurant’s sales i.e. the higher the sales the higher the percentage and visa versa. There is also a service fee of 5 percent of sales in addition to the contribution to marketing. The purchase price of a restaurant is based on cash flow and is generally about pound;150000 upwards. The new franchisee is expected to fund a minimum of 25 percent of this from their own unencumbered funds

The route to fast food franchising

Dynamic innovation

Whilst the franchisees have to agree to operate their restaurants in the McDonald’s way there still remains some scope for innovation. Many ideas for new items on the menu come from the franchisees responding to customer demand. Developing new products is crucial to any business even one which has successfully relied on a limited menu for many years. Consumer tastes change over time and a company needs to respond to these changes. Innovation injects dynamism and allows the firm to exploit markets previously overlooked or ignored. The introduction of the Egg McMuffin in 1971 for example enabled McDonald’s to cater initially for the breakfast trade. FiletoFish Drivethru’s and Playlands were all products or concepts developed by franchisees.

The Suppliers The threelegged stool

A third group of stakeholders critical to the success of the franchise operation is the suppliers. As McDonald’s considers the quality of its products to be of absolute importance it sets standards for suppliers that are amongst the highest in the food industry. McDonald’s believes in developing close relationships with suppliers everything is done on an open accounting handshake trust basis.

The supplier’s work closely with McDonald’s to develop and improve products and production techniques. This close interdependency is described as a threelegged stool principle and involves McDonald’s the franchisees and the suppliers. Suppliers that are able to meet the quality standards set down by McDonald’s have been able to share in the growth and success of McDonald’s.

Conclusion

McDonald views the relationship between franchiser franchisee and supplier to be of paramount importance to the success of the business. The selection process is rigorous to ensure that McDonald only recruits the right people.

About the writer:  Surinder Pal Singh is currently Professor at Rai Business School New Delhi. Prior to joining Rai Business School he was associated with the corporate world for over a decade. He is a frequent speaker on the topics of B2B Marketing Retail Marketing Brand Management Entrepreneurship amp; Corporate Governance. His association with professional bodies include AIMS International AIMA DMA ISTD ISTE Strategic Management Forum.

Speaking Chocolates

George Goodberry graduated from a wellknown catering college as a chef. He had specialized in deserts chocolate ones in particular. In his vacation he had made a few batches of chocolates at home neatly packed them and sampled them to friends. They were greatly appreciated and soon he was inundated with orders for them. The activity soon blossomed into a small business.
He was constantly searching for ideas to make better chocolates. During the course of his research he came across an interesting article by Dr. Marian Smith about a biological product she discovered during her scientific research called Sodium Octavate. She claimed in the article that this unique additive to chocolate base seemed to add music memory to record sound octave in the end product. It was a wonderful discovery. But as she was busy with some other programs the discovery lay at the embryonic stage in her lab.
George was fascinated with the idea of adding music into chocolates. He visited Dr. Smith.
I am George Goodberry. I am a graduate chef and am making chocolates at home. I was fascinated with your article about the music quality of Sodium Octavate when added to chocolate. I could not resist the urge to visit you for an opportunity to work with it. George introduced himself to Marian.
My main research is something else and I found this remarkable substance and its unique quality on the side. But you look like the right person to study it and develop further. If you like I will give you a sample and you can work it at home as I have no place to work on it here. Go to the fridge and pick out a test tube marked with NaOv. Marian thought it was better if someone qualified with chocolates worked with it rather than it lying untouched in the fridge.
George jumped at the offer. Oh! Thanks. That would be wonderful. I promise you I will study it with great interest. He went to the fridge and opened it. There was a box of test tubes in the fridge and he found the test tube with NaOv on it. There was also a tube with the label: Bacillus Octavatilus. He took both the tubes to Marian.
She said Bacillus Ovtavatilus is the species of bacterium which produces Octavic Acid . This acid when neutralized by Sodium Hydroxide precipitates Sodium Octavate. You can propagate the bacteria in a standard agar medium and harvest the Sodium Octavate.
Can I have a sample of the bacteria too? asked George hesitatingly.
Sure I have a dozen test tubes so you can have one. And here are the instructions how to play the music. She obliged handing him the sheet of paper.
George returned home with both the tubes looking really pleased with the visit. He knew how to transfer the strain in the cleanair chamber and multiply it on agar base in a conical flask. He made 4 flasks inoculating them with the bacterial strain. He then turned to the Sodium Activate powder which he had brought from her in a test tube. He put just 100 milligram of it in 100 grams of chocolate base and kept it molten at 45 degrees centigrade on a hot plate. He looked at the chocolate and spoke loudly Thanks Marian I am really grateful to you. Then he cooled down the chocolate by keeping it in the freezer for 20 minutes. He had followed all the steps on Marians instruction sheet to a T.
He took the chocolate out and put a piece of it in his mouth. As the chocolate dissolved in his saliva he distinctly heard it say in his brain Thanks Marian I am really grateful to you. It spoke only once before it disappeared in his gullet. He couldnt believe it. He took another piece and put it in his mouth. The same result. He could hear the words Thanks Marian I am really grateful to you once again. I was a fantastic discovery.
He made another batch with the words I love you Mom! and took it to his mother who lived just a few blocks away. As she ate the chocolate she said You dont have to say it. I know that you love me! She had heard the message embedded in the chocolate. But George could not hear it. The chocolate only speaks to the eater; no one else can hear anything. He confided in his mother. Mom. I have made chocolates which speak! What you heard was not from me. It was from the chocolate you ate! Try once more. He gave her another piece.
George you are a genius! It did speak to me I love you! I dont know how you did it. But it is simply marvellous. She was overwhelmed with his achievement.
George left her with the remaining pieces of the chocolate and said You can eat them whenever you remember me.
He realized the tremendous potential of the invention. He thought of branding it. Toying with a few names he decided to simply call it the Speaking Chocolate. That was the birth of a revolutionary new product!
He took the chocolates to a large manufacturer Cocoville Ltd. The CEO had to eat the Speaking Chocolate to believe it! They signed up a royalty agreement with George to manufacture the Speaking Chocolates in large quantities. They marketed the Speaking Chocolates with various messages. Happy Birthday I love you Getwell Soon Thank You Congratulations and so on. They were a huge success. The chocolate sales soared skyhigh. The brand was a real winner. But then there a huge demand for making recordable chocolates where anyone could put in his or her own personal message. Cocoville called George and gave him the problem.
George set out to try to find a solution for the popular demand. He made the base and mixed the Sodium Octavate in it but did not heat it. He just rolled it in large slabs of 500g and packed them in a foil. He then took one of the slabs and melted it to stirable fluidity and spoke the words Recordable Chocolate and then cooled and froze it. He got the proof that he wanted when he ate a piece of it and heard the words that he had recorded Recordable Chocolates as it chewed it. He had found the solution and took it promptly to Cocoville.
Cocoville marketed the Recordable Chocolate as kit with 500g slab and printed foil wrappers. There were instructions how to record the message on the chocolate by heating it to stirable melting consistency speaking the words to it loudly and then freezing it. When cold and firm to cut it into pieces and wrap it into the wrappers provided with the kit. This was a big success story. The sales increased twofold. George was happy with the rising royalty!
But not all the users put in good words into the chocolate. There were some mischievous brats who used the chocolates for menacing and harassing the consumers. One such person Anil sent a chocolate with the words Anna your husband Kevin is a bastard. He is upto no good to a lady. She showed it to Kevin. He was furious and got his lawyers to file a case against Anil in the court of law for libel. But Kevin could not prove that the chocolate said the particular words to his wife Anna. They were spoken only once in her mouth and never repeated. It was only her testimony that the chocolate did indeed say it. The Court observed Assuming what she said is true even then the case does not hold as Anil has not said it in public. There is no witness. It is not a case which can be proved. Besides Anil has not said the words to Anna. It is the chocolate causing her to hear the words. Then it must be presumed that Anna spoke the words that she heard. Her creating the words might have been caused by a substance in the chocolate that she ate but it cannot be held against Anil. The case is dismissed and Anil is acquitted.
The decision caused a furore in public. Does it mean that anyone can send any damaging message through a chocolate and get away with it? A few persons received lewd messages which were nothing short of sexual harassment. A general line of advice passed around was not to eat the Recordable Chocolates except from close family and trusted friends.
But one day the consumers began complaining to Cocoville that the Speaking Chocolates had stopped speaking! The magic was not found. Cocoville immediately alerted George. He took samples from various production batches and ate them. Not a single one said a word to him. It was over. He panicked and took a sample to Marian. She smiled and looked at him straight in the eye. She said The strain of Bacillus Octavatilus must have mutated as these bacteria are not stable. I have been testing the master batches which I had kept and they too have stopped producing the Octavic acid. I am sorry; there is nothing I can do about it. Their ability to make the acid has gone. We have to forget about it.
George returned to Cocoville crestfallen. The unique selling proposition of their Speaking Chocolate and Recording Chocolate had disappeared. Now they were no different than the regular chocolates. The CEO of Cocoville gathered his companys marketing brains to review the situation. They analysed the problem and came to the conclusion that the essential attribute of the Speaking and the Recordable chocolates was to render a message with the chocolate. True the speaking ability of the chocolate was a gimmick to startle the consumer but it was just a form of communication of the message. Why not consider alternative form of communication? Why not leave a place for the buyer to write the message on the pack itself? And they must differentiate the new product as the speaking ability was gone and would not spell out the greeting in the mouth.
Cocoville worked out a marketing plan to come out with a new product called Silent Eloquence. These chocolates were like their normal product line but with a tag or a place on the pack for writing a personal message. The netbag containing individually wrapped chocolate pieces or the box packing containing the pieces carried an ornate blank tag on which the sender could write out a greeting message. For the 100g to 500g brick slabs there would a cream colored rectangular place to write the greeting. The advertising campaign for Silent Eloquence chocolates was: Silence is more Eloquent than Words! Taste the Message as you Chew. It was a campaign to turn the lapse into an asset!
Silent Eloquence chocolates were a tremendous success. They exploited the idea of giving a message with the chocolate. The message was not oral it was written on the pack and it was personal. There was no fear of harassment. The product concept appealed to the market. And the sales which were doomed soared past their most optimistic projections! And that is thanks to the prowess of marketing nerds in analysing planning and positioning the product!
Read the book ‘eMaya’ on Global warming by the author. Available at Amazon and Barnes and Noble online book sales. www.trafford.com/080434

About the writer:  The author Dilip Dahanukar studied engineering in India and management in the USA. He has rich experience in corporate management and finance. His interest in environment and computer possibilities has resulted in this book eMaya. He spends his weekends in his forestgarden abode in the hills in India.